Understanding the Sales Force

APRIL 3, 2014

Most of the sales bloggers don''t touch on rejection but when it does comes up, it''s usually in the context of fear, as in fear of rejection. But rejection isn''t that well understood by salespeople, their sales managers or sales even their sales VP''s. The revenue of the prospect company. Nothing will stop him.

Face-to-face 215

Face-to-face Decision Maker Call-back Outbound 215

Selling Essentials RapidLearning Center

SEPTEMBER 16, 2020

It’s one of the most perplexing challenges salespeople face: Your prospect initially showed a lot of interest, she says she’s the one who makes the final decision, and she’s got budget to buy from you. The problem may lie with you, not this prospective buyer who’s proving so elusive. What gives?

Decision Maker 59

Decision Maker Face-to-face Research Study 59

Adaptive Business Services

MARCH 23, 2022

But if one out of ten becomes a solid business prospect, or better yet a client, the process is working well. I started my first marketing blog in 2005, then sold it in 2010 and started the Webbiquity blog. But I have reviewed some very interesting online tools for sales pros. Do you have regular routines? And maybe Twitter.

Social Selling 101

Social Selling Social Media Twitter Networking 101

Hubspot Sales

JUNE 5, 2018

Your sales pitch can make or break the deal, so it’s a good idea to have that nailed down before meeting with your customer. I’ve been in sales for 15 years and have heard some really great pitches and some really bad ones. How to Create the Perfect Sales Pitch. Short” is key when discussing sales pitches.

Examples 144

Examples Distribution Video SalesForce 144

MJ Hoffman

APRIL 22, 2019

Who’s likelier to make a mistake: The rookie sales rep who’s never sold a day in their life, or the veteran rep who’s been on the front lines for nine years? She’s noticed she enjoys a high success rate when she talks to prospects 90 days before their contract renewal. If it were 2005, that would have been a great response.

Buyer Persona 69

Buyer Persona Hubspot Account Guarantee 69

A Sales Guy

SEPTEMBER 15, 2014

I made the “switch” in 2005. Too often, as sales people, we assume that our customers won’t switch. Do you know how to turn up you prospects and customers pilot light? Prospecting Overcoming Objections tips to prospecting' I haven’t ALWAYS been a Mac guy. Apple provided plenty of fuel.

Competition 120

Competition Loyalty Microsoft Energy 120

SBI

JULY 1, 2020

Now, with the economic uncertainties of 2020, sales teams of all sizes are desperate for a more strategic approach to building dependable and ongoing opportunities to optimize customer revenue in their most strategic accounts. Collaborate Beyond Sales. But, the best ideas for revenue growth may not always come from the sales team.

Account 181

Account Revenue Top of Funnel Funnel 181

Eyeful Presentations

APRIL 13, 2021

Sales & Pitch presentations are interesting beasts. Sales still rely heavily on presentation materials, but more than half (57.2%) of sales leaders believe that the quality of their sales presentations “needs improvement” or major redesign (CSO Insights). What are the missed opportunities? 2 to 8 Hours. Learn more.

Training 36

Training Face-to-face ROI Sales 36

Score More Sales

MAY 10, 2013

They say time flies when you are having fun – especially in sales. We included it because I’m crazy about LinkedIn as a sales tool, and because LinkedIn and I go way back – nine years, in fact. Have you looked into LinkedIn Sales Navigator? As a salesperson or sales leader, what do you like most about LinkedIn?

LinkedIn 206

LinkedIn Lead Rank Hiring Webinar Metrics 206

BuzzBoard

FEBRUARY 23, 2024

Prospective clients will value a detailed proposal reflecting your understanding of their needs, thus making them more likely to select your services over others. Since its establishment in 2005, Thrive has carved a niche by focusing on creating conversion-driven websites, supported by robust digital marketing plans.

Small Business 52

Small Business Small Business Advertising Advertising 52

Hubspot Sales

MAY 14, 2019

Who's likelier to make a mistake: The rookie sales rep who's never sold a day in their life, or the veteran rep who's been on the front lines for nine years? They noticed they enjoy a high success rate when they talk to prospects 90 days before their contract renewal. If it were 2005, that would have been a great response.

Quota 95

Quota Forecasting Buyer Persona Networking 95

Xactly

SEPTEMBER 19, 2018

Working in Sales is no easy game. For the days that are more the latter than the former, we’ve put together a list of a handful of motivational sales success stories to bring you some inspiration, along with a list of additional motivational sales articles at the end. Broke to Billionaire. The Incentive of Getting Fired.

Motivation 97

Motivation Compensation Enterprise Enterprise 97

Zoominfo

JANUARY 21, 2019

Thus far, we’ve covered the most-read articles for sales professionals and recruiters. There will always be prospects who need B2B products or services. Since its inception in 2005, YouTube has become more than just the most popular video-sharing platform– it’s one of the most popular websites on the internet, period.

Marketing 164

Marketing B2B Lead Generation Social Media 164

Pointclear

JANUARY 15, 2013

What is called “Inside Sales”, “Sales Support”, “Telesales” and dozens of other names is growing 15x faster than field sales—in fact, my colleague, Jonathan Farrington, published a blog stating that within three years 80 – 90% of all B2B transactions will be done online—most with some form of sales support but not field sales.

Lead Generation 200

Lead Generation Sales Qualified Lead Lead Rank Marketing Qualified Lead 200

Hubspot Sales

NOVEMBER 16, 2017

In 2005, Karnazes ran 350 miles -- without stopping. Your MITs could be activity-based ( “call X prospects,” “give Y demos” ), goals ( “pass Z leads to account executives” ), or a combo. During the grueling 81 hour and 44 minute run, he faced extreme temperatures, the loss of five toenails, and sleep deprivation.

Face-to-face 111

Face-to-face Chemicals Energy How To 111

Tenfold

JULY 15, 2017

Business guru and well-known provocateur Tom Peters once addressed a crowd of over 400 sales and marketing executives saying : “I hate sports analogies. To properly understand the difference between sales and marketing, however, another analogy seems more suitable: that of musical theater. The Sales and Marketing Relationship.

Marketing 63

Marketing Sports Face-to-face Top of Funnel 63

Alice Heiman

DECEMBER 5, 2018

They and their team members have outdated profiles, incorrect information, old photos, no banner and worse, they are not posting interesting content or interacting with their customers and prospects. When I joined LinkedIn on February 21 st , 2005, I had no idea what it was or how to use it. Many view it as a waste of time. Let’s chat.

LinkedIn 127

LinkedIn Ideal Customer Profile Networking Follow-up 127

Adaptive Business Services

AUGUST 2, 2017

Despite my shortcomings, in less that two years I was promoted to sales manager and until twelve years ago, all I did was manage sales reps. I did have a life-changing event in 2005. A prospecting epiphany. The result of all of this is that I have not made a cold call since 2005. Healthy living.

Epiphany 48

Epiphany Real Estate Construction Cold Calling 48

Smooth Sale

MARCH 17, 2022

The insights are essential for business growth and the precursor for successful sales. Janice is listed in the Top 50 Global Thought Leaders and Influencers on Customer Experience, 2020 and 150 Women B2B Thought Leaders You Should Follow, 2021 and LinkedIn Sales 15 Innovating Sales Influencers to Follow, 2021.

Scale 78

Scale Hiring Lead Rank Report 78

CloserIQ

OCTOBER 10, 2018

Boston is emerging as one of the hottest startup cities in the country, which is great news for sales professionals. These companies are all backed by venture capital and are currently hiring in sales roles. This is by no means an exhaustive list, but here are some great companies to consider for your next sales job. ProfitWell.

Hiring 76

Hiring Company Policies Analytics 76

SalesforLife

MAY 13, 2019

The stats are in and it’s clear that B2B buyers have changed the way they do business in this rapid change but have you or your sales team adapted to this constant change? In the early 2000s I worked at Dun & Bradstreet, selling sales and marketing databases. My evolution since 2000 looked like this.

Policies 73

Policies ACT Hiring Face-to-face 73

Pipeliner

JUNE 8, 2018

Consider two sales scenarios of interest to modern-day Phaedrai: XYZ Company bought a 40-seat software license from CorporateSoft, an ERP software developer. Each prospective vendor was required to provide a statement of qualification and attend a bidder’s conference at ABC’s headquarters. But he’s my kind of guy.

Outsourcing Services 59

Outsourcing Services Decision Maker Licensing Vendor 59

Don on Selling

DECEMBER 2, 2018

Working in sales is tough enough without having to also work remotely from your main office. Soon, panic may take over, and your sales will plunge. million in 2005. And Sales is one of the top 7 fields with the most remote jobs, according to the report. You may feel isolated. employees, or about 3% of the U.S.

How To 40

How To Hiring Skype Travel 40

Sales Hacker

AUGUST 4, 2020

This week on the Sales Hacker podcast, we speak with Matt Rizzetta , founder of North 6th Agency, which is a communications and PR firm based in New York City. Subscribe to the Sales Hacker Podcast. How to get better at sales [21:37]. Welcome to the Sales Hacker podcast. Welcome to the Sales Hacker podcast.

Outsourcing Services 105

Outsourcing Services Hiring Lead Rank How To 105

Hubspot Sales

JUNE 27, 2018

Even if some prospects do read the email, few bother to respond. However, a well-crafted prospecting email is a powerful weapon in any salesperson's arsenal. I used seven principles to take a prospecting email from bad to great, and raised my response rate from 1% to 14% in the process. Email 1: The Before. Email 2: The After.

Prospecting 110

Prospecting Scale Ideal Customer Profile Benefit 110

The ROI Guy

MAY 4, 2006

Technology Sales & Marketing - Party Like its 1999? A Q&A with me on latest IT sales and marketing metrics, trends and best practices Is 2006 shaping up to be a good year for IT spending growth? in 2006, with annual growth in software sales leading the way at 7.0%. for 2005 – this according to Forrester latest research.

Marketing 40

Marketing Vendor ROI Survey 40

The ROI Guy

DECEMBER 6, 2010

Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It? These two market drivers will have important implications into 2011 and beyond for B2B sales enablement and marketing strategies and budgets. The invitation often coming after key decisions have already been made.

ROI 40

ROI B2B Social Media Buying Cycle 40

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Apptivo

APRIL 22, 2021

Having launched in 2005, Google Maps is a web mapping platform that connects the entire world to the grassroots. Like Google Maps predicting the address, Apptivo also enables businesses to autocomplete the address while storing customers, prospects, service locations, or property information. Detailed Capabilities.

Google 98

Google Pivotal Exact Resources 98

DiscoverOrg Sales

MAY 26, 2017

As we re-release our Startup and Small Business (SMB) dataset , which has grown by 400% over the past 12 months, we’ve been thinking about the origin of this popular segment of sales intelligence. Think about this: Our client’s sales reps had been spending 5 out of 6 outreach efforts on companies that were literally impossible to sell to.

Small Business 145

Small Business Small Business Outsourcing Services Decision Maker 145

The Spiff Blog

JUNE 1, 2023

Organizations must be strategic when designing sales compensation plans. The goal is to strike a careful balance between incentivizing sales performance and protecting the company against financial crisis. A sales clawback clause is more than just a financial insurance policy for an organization.

Commission 77

Commission Compensation Cancellation Strategy 77

The ROI Guy

OCTOBER 22, 2010

Generating Awareness In order to start the engagement process with prospects, awareness needs to be created. Survey participants indicated that although prevalent, promotional e-mails, direct mail, sales representatives and general advertising were less effective at raising awareness of new solutions.

Harte Hanks 45

Harte Hanks ROI Marketing Social Media 45

The ROI Guy

NOVEMBER 4, 2010

Thursday, November 04, 2010 IDC: Economic Buyers, Digital Overload and Sales Enablement Define Marketing for 2011 I just had the pleasure of presenting a webinar with Randy Perry, VP Business Value at IDC. As a result, sales is being invited later into the decision making process, sales cycles are extending and deals are stalling.

ROI 45

ROI Buyer Buying Cycle Social Media 45

Sales Hacker Training

DECEMBER 8, 2020

Subscribe to the Sales Hacker Podcast. Sam Jacobs: This week on the show, we’ve got Luke Rogers, the Vice President of Sales at Instabase. He now leads the sales function at a really promising and high-growing unicorn called Instabase. Learn how modern sales teams with deals, win deals now. We’re on iTunes.

Hiring 119

Hiring Top of Funnel Scale Banking 119

Hubspot Sales

AUGUST 2, 2018

The Best Sales Movies of All Time. Lord of War (2005). Kurt Russell plays a hotshot used car hustler who dreams of running for state senate in Robert Zemeckis’s outrageous sales satire. Playing the manager in charge of doling out prospective sales leads, Kevin Spacey’s cold-blooded smarm has rarely been more effective.

Film 111

Film Epiphany Insurance Insurance 111

LevelEleven

FEBRUARY 20, 2019

A popular movie was released in 2005 called The Sisterhood of the Traveling Pants , which told the magical tale of a pair of jeans that fit everyone in a group of four friends, all with different body types. The world of sales is not like a pair of magical jeans. Each pitch must be tailored to fit the prospect’s personality.

Buyer 61

Buyer How To Analytics Case Study 61

Bigtincan

SEPTEMBER 13, 2021

For instance, one file — such as a sales deck used by many sellers — might have an official policy about: Where the master file should be kept. For example, this whitepaper written by Ramon O’Callaghan and Martin Smits in 2005 perfectly illustrates what it looks like to implement a content management strategy in an enterprise company.

Enterprise 105

Enterprise Enterprise Strategy How To 105